ViewPoint

MARCH 31, 2011

” The following chart looks at reps’ perceptions when the “sweet spot” qualifier is combined with the target prospect’s role in buying. Said another way, Sales Reps believe roughly 70% of the leads they receive have a low probability to purchase.”

Marketing Qualified Leads 120

Marketing Qualified Leads Ideal Customer Profiles Lead Ranking Lead Scoring 120

ViewPoint

AUGUST 30, 2012

Craig adds this is fascinating “because in my experience, we figure out our targets, we go out, we have to get on the phone, and go talk to them. When you’re building a company, the most important thing is to identify who the target persona is and go out and go talk to them—as many of them as you possibly can.”. I use it all the time.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

JULY 11, 2011

The sales cycle may grow longer as larger companies are targeted. Target market challenges. Sales and marketing headcounts have increased to generate new customers. Demand for customization and integration from large customers may increase time and cost to complete sales and divert sales and professional resources.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

ViewPoint

MARCH 6, 2012

Once CMOs have undertaken the research necessary to understand their target buyers, they need to socialize the findings throughout the organization so a truly customer-centric understanding and approach can take hold. That’s why he developed a new model for understanding buyers , one adopted by the likes of HP with great success.

Buyer Personas 120

Buyer Personas Forrester Lead Ranking Peer-to-peer 120

ViewPoint

MAY 10, 2012

On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. It’s maturing into something different: a refined, upscale and a highly targeted channel.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

MAY 10, 2012

On the marketing side, companies like Eloqua, Marketo, Pardot, Silverpop and HubSpot are adding features that are nudging them closer to the sales side. It’s maturing into something different: a refined, upscale and a highly targeted channel.”

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Resource Management BtoB 120

ViewPoint

FEBRUARY 27, 2014

Marketing automation doesn’t identify your best target audiences. Marketing automation doesn’t identify your best target audiences. So don’t be automating messages that can’t or won’t be delivered to the right targets. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. This worries me.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Work Management Marketing Management 120